Partner Security Success Manager

About Acronis

Acronis is a world leader in cyber protection & cyber security —empowering people and Service Providers by providing them with cutting-edge technology that enables them to monitor, control, and protect the data that their businesses and lives depend on. We are in an exciting phase of rapid-growth and expansion and looking for a Partner Specialist who is ready to join us in creating a #CyberFit future and protecting the digital world!

Role Overview

The role of Partner Security Success Manager serves as a trusted advisor and strategic liaison between the organization and its partners, ensuring the successful implementation, adoption and ongoing optimization of security solutions. They are responsible for driving security best practices, helping partners navigate compliance and threat landscapes and aligning security initiatives with business objectives.

This role involves close collaboration with internal security, sales and technical teams, as well as external partner stakeholders, to identify risks, provide guidance on secure architecture and promote the proactive use of security features. By fostering strong relationships and delivering tailored enablement, the PSSM empowers partners to enhance their security posture, achieve compliance goals and deliver secure solutions to end customers.

With a deep understanding of both technical security concepts and partner business models, the Partner Security Success Manager plays a critical role in accelerating secure growth and ensuring mutual success in a dynamic threat environment.

What You'll Do

• Conduct territory analysis and planning for dedicated geographies to identify top potential partners, develop relationship with key decision makers on partner side and maintain a regularity/frequency of contact with every partner depending on priority
• Align with Acronis Cloud Distributors for joint activities for channel enablement and drive quarter over quarter cloud revenue growth working through assigned partners
• Train new and existing partners with existing and new products, support new partners on a daily basis on business and technology development, and guide them through onboarding and enablement stage equipping with all needed knowledge, resources and tools
• Perform account planning with all managed partners with tailored details depending on partner’s engagement, loyalty and responsiveness
• Motivate and enable partners to sell Acronis' services to their existing customer base, attract new customers, and help them retain existing customers
• Drive partner satisfaction and act as a trusted advisor and single point of contact throughout the entire partner lifecycle
• Drive successful upsell/cross sell initiatives with each partner to increase new services attach rate
• Engage and orchestrate all needed internal resources to help dedicated partners’ growth, including Presales and Technical support teams
• Profile every managed partner on vendors and tools they sell/use putting all information into Partner Passport
• Own the partner’s lifecycle management and maintain a set of regular activities focused on educating, evangelizing, and making commitments

Key KPIs: Total Revenue from signed partners, churn rate (% of partners leaving the program), and number of Acronis services sold through the partner

What You Bring

• 5+ years of sales and marketing experience in the software industry (Channel Sales, Partner Account Manager, Channel development position within a software vendor)
• Proven experience in a cyber security company demonstrating a strong understanding of industry practices and protocols is required
• In-depth channel and field sales experience with an understanding of the cloud market business model
• Strong presentation, communication, and planning skills
• Strong internal customer focus with desire to learn all aspects of the business
• High level of discipline, attention to detail, and ability to meet deadlines in a fast-paced environment while still maintaining a high-level of accuracy